August 2024 Edition | The Innovative Seller Newsletter

Imagine if you could double your own productivity for $20 a month (the cost of ChatGPT Plus).?

Imagine a second you that does the research, builds the outlines, a good first draft proposal, and is there to bounce ideas off of.

This is how you should be thinking of Generative AI tools like ChatGPT. “What can it do for me so that I don’t have to?”

Not as a replacement but as a productivity, research, and idea booster.?

“How can it start me at step 5? How can it make me better?”

There are a million ways to use ChatGPT in your professional life, no matter what line of work you’re in.

For this month’s newsletter, I’ve compiled the ultimate list of use cases and prompts for sales professionals from my previous 3 LIVES. My “secrets” to using ChatGPT in Sales.

• My Favorite Ways to Use ChatGPT for Every Role in Sales
• ChatGPT for SDRs: Top 3 Prompts to Book More Meetings
• ChatGPT for Sales AEs: 5 Prompts to Overcome Objections and Close Deals
• ChatGPT for Sales Managers: 4 Prompts to Build High-Performing Sales Teams (Live 8/26 - Register here ).

If you’re in the camp that dabbled in ChatGPT a year ago and couldn’t quite get it to output good results, check out the top prompts I shared in these episodes for free and watch the episode recordings to learn how to double your productivity.?

Don’t wait for your organization to decide it’s time to invest in GenerativeAI.?

Invest in yourself now and get the free trainings below.

My Favorite Ways to Use ChatGPT for Every Role in Sales

Fact: no matter what role you’re in, ChatGPT can make you more efficient and your efforts more effective.

In this episode, I lay out some of my favorite use cases for ChatGPT in Sales.

SDRs, AEs, Sales Managers, Sales Leaders – this episode is for every one of you.

Packed full of ways to start utilizing ChatGPT in your role to develop skills, optimize processes, and see a greater return on your sales efforts.

SDRs

ChatGPT is best used by SDRs to enhance lead generation activities and prospecting efforts by allowing for more personalized – and, as a result, more effective – outreach strategies.

Strategies and Best Use:?

• Speed Up Research: Upload information on your target personas or potential prospects and have ChatGPT summarize how your products and offerings align with their business.
• Personalized Messaging: Increase outbound effectiveness by feeding ChatGPT your personas (job titles, industry, communication style, etc.) to generate hyper-specific messaging and compelling value props in real-time.

Key Takeaways:

• ChatGPT can turn SDRs into industry experts in hours not weeks/months, so there is no excuse for not sending personalized, industry-specific, and persona-targeted content and messaging.
• Personalization at scale: ChatGPT allows you to scale hyper-personalized information that will help you book more meetings.

AEs

AEs should utilize ChatGPT to streamline processes, build credibility, and personalize their approach to close more deals with clients.?

Strategies and Best Use:

• Getting Up To Speed: Upload call recordings and notes from previous meetings and have ChatGPT generate summaries that give you the account history and identify pains/needs to prepare for upcoming meetings.
• Advanced Later Stage Deal Prep: Build off of initial meetings to create personalized touchpoints during sales calls and use ChatGPT to identify common problems and communicate solutions in their language.?
• Closing Deals: Roleplay with ChatGPT to practice responding to potential objections with tailored responses and reworked explanations of your product/service capabilities that address their concerns.

Key Takeaways:?

• ChatGPT helps you become an expert on your customer and their business faster so you can speak directly to their needs and interests, ultimately increasing your close rate.

Sales Managers/Leaders

Sales managers and leaders need to know how to coach their reps in using ChatGPT properly. They will oversee the implementation, monitor for misuse, and can use it themselves to develop effective sales strategies and provide customized training for team members. Front-line manager belief is key to any frontline sales deployment.

Strategies and Best Use:

• Goal Tracking and Reporting: Generate charts and sheets from uploaded sales data to track sales goals and team performance. Ask ChatGPT to pull out insights and recommendations to use in coaching conversations.
• Personalized Training: Identify skill gaps and use ChatGPT to build personalized training programs and refined talk tracks for reps to practice selling scenarios.
• Onboarding: Implement AI-powered onboarding and re-onboarding that quickly gets new hires up to speed.
• Ongoing Skills Development: Facilitate a smoother learning process to continuously enhance your reps’ industry-specific knowledge and conversation techniques.

Key Takeaways:

• ChatGPT offers scalable solutions for managers and leaders to save a week's worth of time while delivering on their management tasks to enhance their team’s performance, efficiency, and success rate.

ChatGPT for SDRs: Top 3 Prompts to Book More Meetings

Everyone wants to book more meetings, but it’ll take more than a catchy subject line to get them on the calendar.

It starts with research – on your prospects, the market, their needs, and even just basic product and service information.

Then, it moves into building out your selling point, aligning their needs with your company’s product or service.

Finally, you write a personalized email that isn’t a copy-and-paste template without consideration for their communication style.

The do’s and the don’ts are pretty straightforward.

The struggle comes in when you’re trying to be more efficient for volume’s sake but still put out messages that are going to GET. MEETINGS. BOOKED.

Download and follow along with the three prompts I covered .

1. Efficient Information Gathering

This 2 part prompt has 2 goals:

• Speed up your research of potential prospects in a sub-industry (understand market, key players, pains and needs, etc.).
• Organize key information (company name, website, a summary of their services/products, links to blog articles, and investor information).

How it helps SDRs book more meetings:

• Identify and gather information on new prospects for more strategic and targeted outreach.
• A detailed understanding of prospects' industry, business, and needs helps with customizing messaging that is more likely to result in booked meetings.

2. Crafting Your Value Proposition

The goal of this prompt is to match your company's top value propositions with the needs and challenges seen in your prospects' specific sub-industry.

How it helps SDRs book more meetings:

• Aligning your company’s product/service with market trends and positioning yourself as a solution can make your outreach more compelling and increase your chances of booking meetings through those efforts.

3. Personalized Messaging

This prompt helps SDRs create a personalized message for any persona:

• It takes into account specific characteristics of the contact and highlights how they can address their specific needs.?
• Email and then follow up on LinkedIn.

How it helps SDRs book more meetings:

This two-pronged approach is hyper-personalized, helping SDRs resonate with specific personas and maintain their touchpoints to increase their chances of a response.

BONUS: Reengage Cold Leads

• Bonus prompt to help form reengagement strategies that recapture the attention of cold leads and reignite interest in your product/service by introducing new value propositions that will likely bring them back into your sales funnel.

ChatGPT for Sales AEs: 5 Prompts to Overcome Objections and Close Deals

Closing deals is a science and an art form that takes sellers months, if not years, to master.

It takes time to learn how to (1) understand your buyers’ concerns but also (2) anticipate them and (3) confidently respond with solutions and the value that matters most to them.

With the introduction of ChatGPT in the Sales space, we’ve gained a tool that can fastrack skill development and produce strategies for handling objections and closing more deals without going through all of the trial and error yourself.

Watch this episode for strategies on overcoming objections and closing more deals with prompts to improve your approach at the most critical points in your process.

Download and follow along with the five prompts I covered.

1. Anticipating, Addressing, and Overcoming Objections

This 5 prompt series is a multilayered approach to conducting a deep analysis into understanding and resolving clients’ specific concerns about a product or service (repositioning or communication adjustments).

• Understanding the Objection in Context
• Examining the Client's Business Model
• Exploring Psychological Factors
• Predicting Future Challenges
• Developing a Comprehensive Strategy

How it helps AEs overcome objections and close more deals:

• An in-depth approach is needed to equip AEs with the insight to understand their clients' concerns, anticipate future challenges, and develop an action plan for addressing and overcoming them.

2. Meeting Prep Roleplaying??

This roleplaying prompt builds on the ability to understand your prospect’s objections and the proposed ways of addressing them, allowing you to practice a more realistic scenario where you will likely have to respond to pushback. Telling a better ROI story.

How it helps AEs overcome objections and close more deals:

• Contributes to overall communication skill development, specifically when handling objections?
• Simulates a future meeting and gives you the chance to try, fail, and workshop so you can confidently handle objections in real-time and increase your chances of closing the deal.

3. Crafting Effective Proposals (For Multiple Stakeholders)

This prompt focuses on crafting a compelling proposal for presenting to multiple stakeholders that addresses each of their concerns and interests. This is beneficial in a modern buyer environment where you’ll likely be presenting to more than one decision-maker.

How it helps AEs overcome objections and close more deals:

• Effectively communicate the values of your product/service to stakeholders in varying roles during your proposal.
• Appealing to the interests and concerns of all stakeholders reduces the chances of post-proposal objections being a barrier to closing the deal.

4. Post-Proposal Follow-up

The goal of this prompt is to create an action plan for personalized post-proposal follow-up that includes targeted content and interactions that reinforce your value proposition and keep your deal top of mind.

How it helps AEs overcome objections and close more deals:

• Post-proposal follow-up helps maintain the momentum of the deal, ensuring ongoing engagement and giving you the chance to overcome any final objections before closing the deal.

5. Closing the Deal

This prompt specifically focuses on closing deals with hesitant prospects. Build a checklist of closing techniques that help you address common objects hesitant prospects may have, including:?

• Concerns about pricing?
• Implementation
• Other hurdles specific to the deal

How it helps AEs overcome objections and close more deals:

• Develop well-rounded strategies that can be used and reused to overcome some of the more common objections to avoid stalls and push forward to closing the deal.

ChatGPT for Sales Managers: 4 Prompts to Build High-Performing Sales Teams - Watch Live 8/26

The difference between a good sales team and a great one is their commitment to continuous improvement?

But without the right leadership and guidance, you’ll find that even the most talented reps can struggle to reach their full potential

This requires a level of skill development, training, and commitment to continuous improvement that doesn’t just fall on the shoulders of the reps

Sales managers have to play an active role and have a proactive approach

This upcoming Innovative Seller episode is all about using ChatGPT to build high-performing sales teams ??